DG MKT08 Selling Review

Verbal or nonverbal signs that a customer is ready to purchase are called ____.

• buying signals

• sales indications

• ergonomics

• sales signs

Moment when a customer agrees to buy a product.

• preapproach

• close

• approach

• sales process

B2C approach in which the conversation starts with a comment about the product.

• merchandise approach

• feature-benefit selling

• combination approach

• substitute selling

Series of steps that a salesperson goes through to help the customer make a satisfying buying decision.

• sales process

• excuses

• lead

• overselling

The purpose and goal of selling is to help customers make ________ buying decisions.

• unhappy
• happy
• satisfying
• big

Feature - Benefit Selling is:

• matching the features of each product to a customer's needs and wants.
• helping a customer pick out a product at work.
• not real
• is a closing technique

Basic, physical, or extended attribute of a product or purchase

• Product Feature

• Extended Feature

• Implied Feature

Used when a person buys goods and services that he or she has purchased before but not regularly

• Limited

• Routine

• Patronage

• Emotional

Itemized list of goods that include prices, terms of sale, total, taxes and fees, and amount due.

• Purchase Order

• Layaway

• Invoice

• Contract

A closing method in sales that encourages a customer to make a decision between two items.

• Service Close

• Which Close

• Trial Close